Consultative sales vs. transactional sales


 

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"Transactional sales has a 93% annual turnover. It's a churn. Whereas people who sell more consultatively, they're going to have more staying power." — Joe Pici, Pici & Pici
 

This episode is brought to you by the Rapport Mastery Complete Virtual Sales System. Click here to get over 60% off this course, designed to help you book more appointments, close more deals, and recover lost revenues.

 

Curt Mercadante interviews Joe Pici, ranked by Global Gurus as the #3 sales trainer in the world. In this episode, sales trainer Joe Pici discusses with Curt Mercadante the power of consultative sales vs. transactional sales.


This episode is taken from their full discussion about Joe's new Rapport Mastery Virtual Sales System, which you can watch here.


Since 1992, Joe has functioned as a catalyst for sales teams and individuals, helping them sharpen their skills for creating appointments and closing sales through his live phone call workshops. Rapport Mastery™ sales training, a methodology exclusive to Pici & Pici Inc., is an extremely strong skill builder which is straightforward and easy to apply.


COO and co-founder of Pici & Pici Inc., Joe is also co-author and intellectual resource behind the books Sell Naked on the Phone and Sell Naked in Person. Joe has expanded his knowledge and coaching expertise into a comprehensive, turnkey system for success in sales. The Rapport Mastery™ for Sales is relentlessly on-target, packed with the culmination of his years of experience.


FULL TRANSCRIPT OF THIS EPISODE:


Speaker 1:

Transactional sales has a 93% annual turnover. It's a churn. Okay? Whereas people who sell more consultatively, they're going to have more staying power.


Curt:

The first question that I have that some people are having, and you do in your bootcamp, because you throw out the word and there's five people with 20 different. What does the word rapport mean?


Speaker 1:

Okay. In our methodology, because you're exactly right, a hundred people have a hundred different ideas, but when [Dawn 00:00:35] and I realized for us and really what the dictionary says is rapport is the deepest relationship you can have in business. And most people say, "Well, you're developing rapport. You're handshaking." No that's connection. But rapport takes time. It's when you become the trusted advisor. It's when you're at the know, like, and trust. It's when your clients, or your perspective clients, say things like, "Joe, what do you think would be the best solution to our problem?" And it takes time to get there, Curt.


Curt:

Hmm. Are there people who sell, who don't build rapport and take a shortcut and if they do sell and make the money, what's the, I guess, the back end of that? What's the repercussion of that?


Speaker 1:

Well, there's two types of sales. There's transactional, which is get to yes or no as quickly as possible, close the deal as quickly as possible, and then there's consultative. People who are in transactional sales, they're basically hitting for the next one, hitting for the next one. They're really not as concerned with the long term relationship and they're always focused on the dollar. Rapport building sales, consultative sales is this. I'm going to build trusted relationships that there may be a long period of time that that client doesn't need us, but I don't want to lose that relationship.


Curt:

Hmm.


Speaker 1:

Not only for money, but we're always... A lot of our business, we generate leads 20 ways and yes, one of the ways we generate leads is referrals. How can you get a referral from a person you don't have rapport with? Okay? And so people always say to me, "You're unbelievable. You stay in touch with people." Well, yeah. Do you know 92% of sales reps never follow up with a client after they made their first purchase?


Curt:

Wow.


Speaker 1:

It sounds crazy. Did I answer your question?


Curt:

Absolutely. Absolutely. And more importantly, I think you answered people's questions that are out there. And working with clients, there are people, and some of them by the way, some of them are on that Global Gurus list. Some of them, they teach what I like to call the Glengarry Glen Ross, adrenaline based, force people through the funnel type sales, which is the transactional. And some people push back and say, "Well, that works for me." Well, I guess it's the difference. It's the, I call it, the tyranny of the short term. Right? You made a quick buck, but are you getting the right clients and are you getting the clients coming back and those clients who talk about you to other people, to build in those referrals?


Speaker 1:

Well, I think there's another thing here. When you're in business to not only make money, but to really deliver significance, it's more than just a buck. In other words, all of a sudden you become a trusted advisor and now your clients have a deeper and you have a deeper relationship with them. Now you're sowing significance into them. You're that way I see that way. I mean, when you and I talk, whether we're in a coaching session or just a, Hey, how you doing session, your comments are what your clients are accomplishing. Not what Curt is accomplishing, but what your clients are accomplishing. That's the way we think. We're more client-centric as to long term success for them.


Curt:

Hmm. Yeah, that's interesting. And it helps from a mindset perspective too. Right? When you wake up in the morning saying, "I got to beg and borrow and steal to get people to reach into their pocket," you do that every day. That's just a miserable existence.


Speaker 1:

Well, that's why transactional sales has a 93% annual turnover. It's a churn. Whereas people who sell more consultatively, they're going to have more staying power.

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